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The Words We Choose To Use Have Power
by Tony Vidler If we want to give ourselves the best chance possible of influencing clients and prospects to change course, which is what professional advice is all about really, then there is no doubt that the words we choose to use can make an enormous difference. Enough experts have done enough research over […]
by Tony Vidler Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a diry word these days, but we cannot back away from it. You have to sell if you are going to be effective at […]
by Tony Vidler Sales Technique…the very phrase sends shudders down the spines of professionals today it seems. Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers actually have to “sell”. A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
by Tony Vidler some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them. “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants. […]
Improve your sales results with a quick “Kerbside Review”
by Tony Vidler One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one. It is the “kerbside review” (hat tip to the USA with the spelling, but this concept did originate […]
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed this question as it is the dominant question running through every prospects mind. Most of us know this….and despite knowing it, most people in professional services struggle to address […]
How to challenge a clients thinking without actually getting into a challenge
by Tony Vidler Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation. Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have come to us for validation […]
by Tony Vidler One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients. A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]
by Tony Vidler Here’s a simple strategy for getting paid fairly for the advice you give….and I mean getting paid for ALL the advice you give…every step of the way. There are broadly three possible parts to any client work: 1. Planning 2. Implementing, or “putting in place” any planning recommendations 3. Ongoing […]
by Tony Vidler The single marketing topic that advisers WANT to know how to absolutely nail it is how to get more referrals. Get this right, and prospecting problems are fixed forever. The theory really isn’t all that hard. Applying it might be, but understanding it isn’t. Pretty much everyone involved in […]
Since we don’t have that tactile, face-to-face connection, we are losing a lot of what connecting means to us.
But while we are losing the physical connection, we must compensate and double down on emotional connection. bit.ly/33YMcN3